Sales Lead - Global Accounts

What will you be doing?

• Support the launch motion for our wider CFO stack offering: Play a central role in coordinating the initial commercial rollout, developing familiarity with the product and helping codify how Global Accounts and Reconciliation are positioned and sold during the early phase.

• Contribute to a repeatable back-book motion: Partner with Product, PMM and CS to help identify eligible merchants and participate in targeted outreach and upsell cycles as part of a broader, cross-functional effort.

• Contribute to a smooth onboarding process: Partner with RevOps & Support on onboarding merchants to Global Accounts, and conducting eligibility pre-checks with downstream providers.

• Enable front-book bundles: Support core BDMs by positioning Global Accounts (and Reconciliation where relevant) within broader Primer new business deals to increase revenue and shorten ARR activation cycles.

• Prepare the path to standalone Global Accounts selling:

  • Continuously assess product readiness on the market, value differentiation, and competitive context to determine when Global Accounts can be credibly sold as a standalone solution.

  • Define the ICP, partner with RevOps on pricing considerations & deal structuring, and sales motion required to move beyond a 'wedge' use case when product maturity allows.

  • Evaluate and progress inbound standalone opportunities where appropriate, without prematurely forcing a new-logo motion.

• Translate market learning into action: Capture win/loss insights, objections, pricing feedback, and product gaps; feed structured inputs into Product, PMM, and RevOps.

• Build and own the Global Accounts sales playbook

  • Develop and iterate a comprehensive Global Accounts sales playbook, informed by live customer interactions and early wins/losses, including:

    • Buyer personas and stakeholder mapping within global enterprises.

    • Clear articulation of Primer’s unique value proposition and differentiation for Global Accounts.

    • Value engineering by connecting customer pain to a value statement that resonates with each buying persona.

    • Primary use cases, success narratives, and qualifying criteria.

    • Building industry and use-case specific opportunity pipelines from back and front book merchants.

    • Sales motion definition (discovery, evaluation, pilot, expansion, procurement).

    • Objection handling, competitive positioning, and deal-risk mitigation per persona (Finance/Treasury Personas) and segment (Size, Vertical, Geo).

  • Lead the creation and evolution of sales collateral in partnership with Marketing and Product, including merchant bespoke pitch decks, case studies, ROI narratives, and enablement materials.

  • Shape and validate the Global Accounts demo experience (including demo environments), working cross-functionally to ensure it reflects real customer workflows and value.

  • Serve as the internal source of truth for how Global Accounts are sold at Primer, with the expectation that this playbook becomes scalable for future hires.

• Drive commercial rigor: Track pipeline, revenue, and outcomes with a 'controlled pilot' mindset; help define what success looks like and when/how the model should scale post-GA.

• Protect merchant trust and CS ownership: Operate within clear guardrails on account engagement, partnering closely with CSMs and ensuring clean handovers and delivery quality.

• Identify wider opportunities: Position Global Accounts as part of the wider proposition, particularly alongside other products within the Financial Operations product suite.

What we’d love to see:

• Strong commercial fundamentals: Experience running complex sales cycles and influencing senior stakeholders across Finance/Treasury personas.

• Necessity to build a developed financial literacy on treasury and FX management and an expertise on current solutions on those 2 topics + overall understanding of the typical CFO stack (e.g. ERP).

• Builder mindset in ambiguity: Able to create a motion where a playbook doesn’t exist yet. We’re looking for a structured, pragmatic approach and biased toward high-quality execution.

• Cross-functional operator: Proven ability to partner tightly with Product and PMM, balancing revenue goals with product maturity and narrative discipline.

• Merchant-first judgement: Consultative approach with strong instincts for when to sell (or not); protecting trust and avoiding low-quality upsells.

• Analytical and accountable: Comfortable defining ICP/qualification criteria, measuring outcomes, and operating with Salesforce and forecasting discipline.

• EMEA-based and internally credible: Able to leverage internal context and relationships to accelerate the back-book-first approach.